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Practising for the listing Head of National Security Sales (DoW/IC). Its requirements are filled in below. When you have an answer you like, paste it with your CV in Career Mirror to see which of the job's skills it shows.

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Head of National Security Sales (DoW/IC)
About Anthropic

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

About the role

As the Head of National Security Sales (DoW/IC) at Anthropic, you'll lead and scale our national security sales organization to drive the adoption of safe, frontier AI across the Department of War and the Intelligence Community. You'll leverage your deep understanding of defense and intelligence missions and proven sales leadership expertise to build a high-performing team while establishing strategic relationships with key defense and intelligence organizations. Working closely with GTM, product, policy, engineering and marketing teams, you'll define and execute our go-to-market strategy for the DoW and IC while maintaining the highest standards of security and compliance.

Key responsibilities

• Build, lead, and scale a national security sales team covering the DoW and IC, including hiring top talent, setting clear performance expectations, and providing ongoing coaching and development

• Develop and execute comprehensive go-to-market strategies for the DoW (including the military services, combatant commands, OSW, and defense agencies) and the IC, including market segmentation, competitive positioning, and revenue forecasting

• Anchor the team's work in mission impact: prioritize opportunities where safe, frontier AI materially changes how commands and agencies plan, analyze, and operate, and measure success by outcomes delivered to those who serve

• Own overall national security revenue targets and ensure team performance against quotas, while providing visibility into pipeline health and deal progression

• Win new business across the DoW and IC by helping commands, components, and agencies integrate AI into their technology stacks and mission workflows to accelerate delivery and mission outcomes

• Establish and refine sales processes, methodologies, and playbooks specific to DoW and IC procurement, including FAR/DFARS compliance, classified and unclassified contracting pathways, and agency-specific security and accreditation requirements

• Build and manage strategic relationships with cloud service providers, systems integrators, and Defense Industrial Base partners to create scalable go-to-market motions across classified and unclassified environments

• Synthesize market feedback and customer insights to inform product roadmap and competitive strategy, working closely with product and marketing teams

• Partner with legal, compliance, security, and delivery teams to ensure successful contract execution and customer satisfaction

• Maintain visibility and relationships with senior military, civilian, and IC leadership while empowering your team to own day-to-day customer relationships

• Implement metrics, reporting, and performance management systems to drive team accountability and continuous improvement

• Represent Anthropic at industry events and with key stakeholders, establishing our brand as the trusted AI partner for the national security community

Minimum qualifications

• 15+ years of enterprise sales experience with 5+ years managing sales teams selling into the DoW and/or IC, with a proven track record of scaling revenue and building high-performing organizations

• Demonstrated ability to build, maintain, and leverage senior military, civilian, and leadership relationships across the DoW and IC—with an existing network of contacts across the national security community strongly preferred

• Deep understanding of DoW and IC missions, organizational structures, modernization initiatives, and technology adoption patterns across multiple services, commands, and agencies

• Active security clearance (TS/SCI required) with ability to discuss capabilities in classified environments

• Demonstrated ability to hire, develop, and retain top sales talent while creating a culture of performance and accountability

• Experience developing and executing go-to-market strategies for emerging technologies in the national security space

• Extensive experience with defense and intelligence contracting vehicles, procurement mechanisms (including OTAs and IDIQs), and compliance and accreditation requirements such as FAR/DFARS, FedRAMP, and DoW Impact Levels

• Strong track record of consistently exceeding team revenue targets and building predictable, scalable sales motions

• Proven ability to build and manage strategic channel partnerships and ecosystem relationships, including cloud providers, systems integrators, and Defense Industrial Base primes

• Excellent communication and relationship-building skills across all levels, from technical teams to senior military, civilian, and IC leadership

• Experience implementing sales methodologies, CRM systems, and performance management processes

• A passion for safe and ethical AI development, with the ability to articulate its importance in national security contexts and build trust with DoW and IC stakeholders

Deadline to apply: None. Applications will be reviewed on a rolling basis.
The annual compensation range for this role is listed below.

For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary:
$550,000 — $700,000 USD

Logistics

Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience

Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

Your safety matters to us. To protect yourself from potential scams, remember that Anthropic recruiters only contact you from @anthropic.com email addresses. In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic. Be cautious of emails from other domains. Legitimate Anthropic recruiters will never ask for money, fees, or banking information before your first day. If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.

How we're different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process.

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Requirements found

Sales (must) Compliance (must) Marketing (must) Training (must) Recruiting

What this posting asks for

Level: Manager — The title says "Head of".

Main responsibilities

Build, lead, and scale a national security sales team covering the DoW and IC, including hiring top talent, setting clear performance expectations, and provi…
Develop and execute comprehensive go-to-market strategies for the DoW (including the military services, combatant commands, OSW, and defense agencies) and th…
Anchor the team's work in mission impact: prioritize opportunities where safe, frontier AI materially changes how commands and agencies plan, analyze, and op…
Own overall national security revenue targets and ensure team performance against quotas, while providing visibility into pipeline health and deal progression
Win new business across the DoW and IC by helping commands, components, and agencies integrate AI into their technology stacks and mission workflows to accel…
Establish and refine sales processes, methodologies, and playbooks specific to DoW and IC procurement, including FAR/DFARS compliance, classified and unclass…
Build and manage strategic relationships with cloud service providers, systems integrators, and Defense Industrial Base partners to create scalable go-to-mar…
Synthesize market feedback and customer insights to inform product roadmap and competitive strategy, working closely with product and marketing teams
Partner with legal, compliance, security, and delivery teams to ensure successful contract execution and customer satisfaction
Maintain visibility and relationships with senior military, civilian, and IC leadership while empowering your team to own day-to-day customer relationships

Competencies an interviewer will look for

Communication Core
In the posting: “Excellent communication and relationship-building skills across all levels, from technical teams to senior military, civilian, and IC leadership” · “If you're ever unsure about a communication, don't click any links—visit anthropic.com/careers directly for confirmed position openings.” · “As such, we greatly value communication skills.”
Show it by: Adapts the message to the listener; Gives an example of explaining something clearly in writing or speech.
Teamwork and collaboration Core
In the posting: “Partner with legal, compliance, security, and delivery teams to ensure successful contract execution and customer satisfaction” · “In some cases, we may partner with vetted recruiting agencies who will identify themselves as working on behalf of Anthropic.” · “We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time.”
Show it by: Says what they did inside a team, not only what 'we' did; Shows how a disagreement was handled.
Leadership and mentoring Core
In the posting: “You'll leverage your deep understanding of defense and intelligence missions and proven sales leadership expertise to build a high-performing team while esta…” · “Build, lead, and scale a national security sales team covering the DoW and IC, including hiring top talent, setting clear performance expectations, and provi…” · “Maintain visibility and relationships with senior military, civilian, and IC leadership while empowering your team to own day-to-day customer relationships”
Show it by: Describes setting direction or a standard others followed; Names someone they coached and what changed for them.
Customer focus Core
In the posting: “Synthesize market feedback and customer insights to inform product roadmap and competitive strategy, working closely with product and marketing teams” · “Partner with legal, compliance, security, and delivery teams to ensure successful contract execution and customer satisfaction” · “Maintain visibility and relationships with senior military, civilian, and IC leadership while empowering your team to own day-to-day customer relationships”
Show it by: Puts the customer's need in their own words; Shows a result for the customer, not only for the company.
Planning and organisation Core
In the posting: “As the Head of National Security Sales (DoW/IC) at Anthropic, you'll lead and scale our national security sales organization to drive the adoption of safe, f…” · “You'll leverage your deep understanding of defense and intelligence missions and proven sales leadership expertise to build a high-performing team while esta…” · “Anchor the team's work in mission impact: prioritize opportunities where safe, frontier AI materially changes how commands and agencies plan, analyze, and op…”
Show it by: Shows how priorities were set when everything was urgent; Mentions deadlines met and how.
Data and analysis Core
In the posting: “Anchor the team's work in mission impact: prioritize opportunities where safe, frontier AI materially changes how commands and agencies plan, analyze, and op…” · “Synthesize market feedback and customer insights to inform product roadmap and competitive strategy, working closely with product and marketing teams” · “Implement metrics, reporting, and performance management systems to drive team accountability and continuous improvement”
Show it by: Uses a number to describe the situation or the result; Explains what the data showed and what was done with it.
Attention to detail and quality Core
In the posting: “Working closely with GTM, product, policy, engineering and marketing teams, you'll define and execute our go-to-market strategy for the DoW and IC while main…” · “Establish and refine sales processes, methodologies, and playbooks specific to DoW and IC procurement, including FAR/DFARS compliance, classified and unclass…” · “Partner with legal, compliance, security, and delivery teams to ensure successful contract execution and customer satisfaction”
Show it by: Gives an example of an error caught before it caused harm; Names the check or standard they used.
Stakeholder management Core
In the posting: “Build and manage strategic relationships with cloud service providers, systems integrators, and Defense Industrial Base partners to create scalable go-to-mar…” · “Represent Anthropic at industry events and with key stakeholders, establishing our brand as the trusted AI partner for the national security community” · “A passion for safe and ethical AI development, with the ability to articulate its importance in national security contexts and build trust with DoW and IC st…”
Show it by: Shows how they aligned people with different goals; Explains how they handled a 'no' from someone senior.
Technical skill Core
In the posting: “Working closely with GTM, product, policy, engineering and marketing teams, you'll define and execute our go-to-market strategy for the DoW and IC while main…” · “Experience implementing sales methodologies, CRM systems, and performance management processes”
Show it by: Names the tools, languages or systems used and how; Explains a technical choice and its trade-off.
Ownership and accountability Core
In the posting: “Implement metrics, reporting, and performance management systems to drive team accountability and continuous improvement” · “Demonstrated ability to hire, develop, and retain top sales talent while creating a culture of performance and accountability”
Show it by: Takes a task from start to finish without being chased; Owns a mistake and what was changed after it.
Adaptability and learning Supporting
In the posting: “We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely…”
Show it by: Describes learning something new quickly and using it; Shows a change of plan and how they adjusted.

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Practice questions

Tell me about yourself. Dedicated step-by-step practice.
If an interviewer asks something improper How to respond to questions about age, family, origin or health.
Built from this posting (7):
Tell me about a time you had to explain something complex to someone outside your field. From this posting
Describe a time you worked with another team to deliver something. What was your part? From this posting
Tell me about a time you helped someone on your team get better at their work. From this posting
Describe a time you went out of your way to solve a customer's problem. From this posting
How have you used sales in your work? Walk me through one real example. From this posting
Tell me about a problem you solved using compliance. From this posting
Describe a time your plans changed suddenly. How did you adjust? From this posting
Tell me about a sale or agreement you are proud of.
Describe a time you handled an upset customer or colleague.
Tell me about a time you had several deadlines at once. How did you decide what to do first?
Give an example of a mistake you caught before it caused a problem.
Tell me about a time you taught someone how to do something.
Describe a time you took the lead without being asked.
Tell me about a time you had to explain something complicated in simple terms.
Describe a process you improved.
Do you have any questions for us?
Why do you want to work here?
Why is there a gap in your employment? Difficult question
Why did you leave your last job? Difficult question
Why are you changing careers? Difficult question
What is your greatest weakness? Difficult question
What are your salary expectations? Difficult question
You seem overqualified for this role. Why do you want it? Difficult question
Improper-question practice: How old are you? / Do you have children? / Where are you from originally?
A customer is angry about a delay you did not cause. What do you do?
How do you keep track of many open customer requests?
Tell me about a time you could not give a customer what they wanted.
You find that the inventory count does not match the system. What do you do?
Tell me about a time a shipment or delivery went wrong.
How do you make sure safety rules are followed on a busy shift?
Two managers ask you to book the same room at the same time. What do you do?
How have you used spreadsheets in your work?
Tell me about a time you had to enter or check a lot of data accurately.
A prospect says your price is too high. How do you respond?
How do you keep your pipeline organised?
Tell me about a technical problem you solved on your own.
You find a bug right before a release. What do you do?
Walk me through how you would check whether a report's numbers are right.